Phil Faris, Author at Phil Faris Associates

Hiring Solutions: Getting Behind the Candidate’s Facade

April 4, 2012March 15, 2012 by Phil Faris

Looking for practical hiring solutions? Here’s some tips that will increase your effectiveness in hiring the right candidate. One of the most challenging aspects of interviewing candidates is discovering the “real” candidate. Let’s face it; all candidates put their best foot forward in an interview. The hiring solutions outlined here will help you penetrate the …

Sales Training Guidelines

March 12, 2012March 9, 2012 by Phil Faris

If you want to increase the effectiveness of your sales training use these simple but powerful guidelines. Managers who view training sessions as merely a series of skill and product training exercises will fall short of providing a well-rounded training experience. Salespeople also need feedback on how they’re doing, measures of adequate and maximum performance, …

Building Customer Partnerships in the New Economy

March 19, 2012March 9, 2012 by Phil Faris

Building customer partnerships is essential for success today. Why? The New Economy demands a new approach to selling and so the world of selling has changed. Relatively simple times have given way to a selling environment influenced by economic, political, technological, and demographic factors. The fact is, if you don’t think beyond your own product …

Managing Poor Sales Performers

March 12, 2012February 24, 2012 by Phil Faris

One of the most difficult task for a manager is managing poor sales performers. Hoping a salesperson will “self-correct” usually doesn’t get the job done. Performance problems occur for specific reasons and they usually don’t go away unless they are effectively addressed. When a salesperson’s performance begins to slips, you need to act quickly and …

The 7 Biggest Leadership Mistakes in The New Economy

April 15, 2012February 21, 2012 by Phil Faris

The new economy has claimed many business casualties in the last few years. Unfortunately most of these casualties have been a result of self-inflicted leadership mistakes. Making mistakes in this tough economy can have devastating results including loss of sales, profits, key employees and customers. This article describes seven leadership mistakes that leaders make that …

Leadership Lessons From Linsanity

March 12, 2012February 20, 2012 by Phil Faris

Sports often provides good leadership lessons and this is true for the phenomena known as “Linsanity”. Even casual sports fans have heard about Linsanity the term that refers to the buzz being created by Jeremy Lin the New York Knicks overnight sensation. Lin’s saga is like “Rocky Balboa plays in the NBA” because Lin wasn’t …

Leadership Makes the Difference

March 13, 2012February 18, 2012 by Phil Faris

In spite of all the doom and gloom on the news many companies large and small are thriving in the same market spaces that are claiming former industry leaders. Apple, Michael’s, Ulta, ITW, Honest Tea, Contegix, Convergint Technologies, Information Experts, JD Norman Industries and Foursquare are a few of those that come to mind. What …

Say Goodbye to the Status Quo

March 13, 2012February 14, 2012 by Phil Faris

It’s time to say goodbye to the status quo. In the New Economy you can’t afford to lead by looking in the rear view mirror, holding on to the status quo and doing more of what you’ve always done. (How did that work for Kodak, RIM, and Hostess to name a few?) Instead stay focused …

The Five Key Drivers of the New Economy

March 14, 2012February 9, 2012 by Phil Faris

In order to effectively embrace the New Economy you must understand the Five Key Drivers that are responsible for the “constant white water” in which businesses must now operate. Knowing how these drivers impact your business and your customers is essential for developing and implementing business strategies. 1. The Economy has Become Customer-Centric. Customers today …

New Rules of Engagement in the New Economy

March 14, 2012January 31, 2012 by Phil Faris

Leading a business in the New Economy isn’t for the faint of heart or indecisive. What most companies have learned is that the New Economy is very unforgiving. Every operational, sales and marketing flaw, mistake and missed opportunity results in companies paying dearly in lost sales, profits and customers. It’s like working for Alec Baldwin’s …